Practice: Chapter 5 • Lead Generation Or Prospecting For Clients And Customers

Front 1

The licensee with the most reasonably priced listings in the current market conditions will be the licensee who __ the market in sales.

Back 1

dominates

Front 2

Fear of rejection is probably the biggest single reason that otherwise very good licensees __ the real estate business.

Back 2

leave

Front 3

If your idea is to focus on For Sale by Owners (FSBOs), you
must research the local __ and, possibly, www.ForSaleByOwner.com to see if there are enough FSBOs in your area to be a meaningful source for you.

Back 3

newspapers

Front 4

set a budget for purchasing flyers, postcards, and postage for monthly __.

Back 4

mailings

Front 5

FSBOs are probably one of the most effective prospecting sources available to real estate licensees. They are also the least __.

Back 5

understood

Front 6

FSBOs:
1. Seek them in newpaper or www.ForSaleByOwner.com
2. See your county assessor’s records or call your title company representative
and get the FSBO’s name.
3. saying you’ll call in
the evening in a couple of days to see if she will allow you to tour the property. Send them a “forget-me-not” (eg, "10 things to look out for..." flier) with your letter.
4. Two evenings later, check the DNC list and call the FSBO.
5. Prior to your first visit, gather the last six months of comparables in the FSBO’s neighborhood and preview them via a drive-by
prior to your meeting.
6. On your first visit, ask the FSBO to accompany you through the home if there is any indication she may not. Remember, at this point you are there to build a relationship.
7. Take notes on a clipboard as you go through house and ask questions (eg, "are the kids excited about the move?)
8. Ask the all-important question: “What
are you going to do if the property doesn’t sell?”
9. Ask "Do you have the sales contract and buyer disclosures?" If not, give them SAMPLE copies of these.
10. Tell the FSBO you would like to stop by once a week to see how she is doing and to drop off one of your forget-me-nots. Ask if, in return, they will refer to you any buyers who aren’t interested in their home.
11. visit their home's website and give them honest and helpful feedback about how to enhance it.
12. Weekly 30-second visit to drop off a forget-me-not: “Have you folks thought of having someone like me handle the
sale of your home professionally? I’d do a great job for you.”

Back 6

yeah

Front 7

Before you call the seller of an expired property, you should check
the “active listing,” “pending sale,” and “sold” sections of the MLS
to see if the property has been relisted and possibly __ right after the
listing expired.

Back 7

sold

Front 8

The most effective style with most expired listing owners is to remain
calm, even if they are upset. If they start to rant about the real
estate profession in general (and they often do!), say to them, “It
sounds to me like you have had a bad experience with a real estate
licensee; __ me about it.” BUT GET AN APPOINTMENT TO SEE IT!

Back 8

tell

Front 9

listings expire
at 11:59 P.M. on the final day. Do not call earlier than the day following
the __ date.

Back 9

expiration

Front 10

Send out about ten to
fifteen letters a day to the people on your SOI list telling about
your recent change and new position and that you'd like to help meet their real estate __.

Back 10

needs

Front 11

After writing to everyone in your SOI, __ them two days later.

Back 11

call

Front 12

Use MLS to find an ideal neighborhood that has between 250 and 500 homes and a turnover
rate of about 7 to 10 percent a __.

Back 12

year

Front 13

title company representatives give a “geographic farm package.”
This is a complete list of the properties in that neighborhood including
addresses, & owner’s __, Use it to send letters then call.

Back 13

names

Front 14

Mail to your farm area monthly, as any less frequently will allow
time for the owners to forget your __.

Back 14

name

Front 15

As you start listing and selling properties, you should
mail these kinds of postcards every other month to your geographic
farm and to your SOI list, & __.

Back 15

online

Front 16

__ __ are passive prospecting at its best!

Back 16

Open houses

Front 17

At open house, ask them exactly what kind of home they want, write it down, then ask
to call her if that exact home should come to the licensee’s __.

Back 17

attention

Front 18

keeping a register of those
people visiting an Open House automatically provides you with
a list of the names of those people visiting your Open House,
whose names must be given to the seller (within three days of
expiration or cancellation) of the listing to protect your right to __.

Back 18

compensation

Front 19

You MUST check to make sure prospects don't already have a Realtor. The best way to do this is to ask them who is __ them.

Back 19

representing

Front 20

9. Which of the following is an
important characteristic of your
Internet site?
A. It should be “sticky,” meaning
that people may navigate from
your site to other sites and return
to your site when finished
browsing.
B. It should be as short as possible
because people don’t read long
sites.
C. It should not host your listings
because if viewers can see them,
they won’t have a reason to call
you.
D. It shouldhave as few links as
possible.

Back 20

A. It should be “sticky,” meaning
that people may navigate from
your site to other sites and return
to your site when finished
browsing.